Are you contemplating or in the midst of making dramatic changes within your organization? This short exercise and survey will help you and your organization realize the breadth & depth of the undertaking.
Are you contemplating or in the midst of making dramatic changes within your organization? This short exercise and survey will help you and your organization realize the breadth & depth of the undertaking.
“Pivot” has become the new word for ministry strategy. You’ve done the hard work of strategic planning and are ready to implement this incredible new vision. Then… BAM… disaster strikes and completely rocks your world. How do you adjust to a changing environment fast enough to weather the storm?
In 1995, organizational management guru, Charles Handy theorized that organizations should start reinventing themselves before they reach their peak. Most organizations only think about trying something new when they’ve hit the bottom and run out of ideas. According to Handy, the best time to start something new is while you are still successful — when things are going well, you have the energy, resources, and creativity to come up with new ideas. Some ministries are nimble and can flex in response to change; others can’t or won’t adjust, and struggle to survive.
Handy’s Sigmoid Curve, or S-shaped curve shows that new initiatives have a first phase of experimentation and learning which is followed by a time of growth and development. Unfortunately, every new idea peaks, plateaus, and then curves downward. To keep on growing, the successful organization must keep developing new initiatives. The key is starting a new curve at Point A before you need to change. Most ministries do not change until Point B which is often too late. When your ministry is declining, it’s hard to think bold, new thoughts when your only focus is staying in business.
As Israel entered the Promised Land, the Lord instructed Joshua to follow, “because you have never been this way before” (Josh. 3:4). One of the most dangerous moments for an organization is when they begin to lean on their own understanding (Prov. 3:5). Successful strategic planning is less about what you and your board think you should do and more about listening for what God wants you to do. “Whether you turn to the right or to the left, your ears will hear a voice behind you saying, ‘This is the way; walk in it’” (Isa. 30:21).
Is God calling your ministry to leave what you do well and try something new to respond to the needs of today’s generation? If so, start your strategic thinking now while things are going well. Don’t wait until your ministry starts to decline and forces you to make changes you may not want to make.
Stay ahead of the curve. If God is asking you to reinvent your ministry, he will give you the wisdom to navigate the change.
Handy, C. (1995). The Empty Raincoat: Making Sense of the Future. Australia: Random House.
Ron Haas has served the Lord as a pastor, the vice president of advancement of a Bible college, a Christian foundation director, a board member and a fundraising consultant. He’s authored two books: Ask for a Fish – Bold Faith-Based Fundraising and Simply Share – Bold, Grace-Based Giving. He regularly presents fundraising workshops at ministry conferences and has written fundraising articles for At the Center magazine and Christian Leadership Alliance’s Outcomes magazine.
I was reading a home improvement magazine recently and noticed an article, “Ten Basic Tools for Every Homeowner.” What do you have in that special drawer in the kitchen to help you do-it-yourself? First, you must have a hammer; not that a hammer will fix every problem, but sometimes it just feels good to pound on something that’s not working.
Don’t forget screwdrivers, pliers, an adjustable wrench, and a tape measure. If you’re going to hang your art piece, it helps to have a nifty electronic sensor to find the studs in the wall. A utility knife is another essential tool that will either solve your problem or make a bigger one.
I was somewhat disappointed not to find any power tools listed in the article. Maybe it’s my go-to, but I feel like they at least should have included a cordless drill for installing face plates on electrical outlets.
While you might be able to take care of all your minor household repairs with a few hand tools, when it comes to raising money for your organization, there is one ultimate fundraising power tool that you must have:
This solicitation power tool effectively tells your story to a potential donor. Here are 8 key elements to consider when writing your first fundraising power tool:
(1) The gift proposal must be professional but doesn’t need to be fancy. Colorful printed and digital brochures can be compelling, but they don’t raise money; they educate.
(2) Tell your ministry story — where you have been, where you are, and where you are going.
(3) Be optimistic, easy to remember, and brief.
(4) Communicate clearly what the donor’s investment will accomplish.
(5) Include information that will reach your donor’s mind and touch your donor’s heart.
(6) Share a story of how your ministry has met a need.
(7) Express a sense of urgency to complete the project.
(8) Describe your project and outline a simple budget for each phase of the campaign.
An effective way of communicating the range and size of gifts you need is to include a suggested “Stewardship Profile.” Showing the summary budget and scale of gifts quickly conveys the scope and needs of your project. Major donors will scan your list to identify how they might be involved.
Here is an example:
CAPITAL CAMPAIGN
| Purchase Land | $1,500,000 | |
| Building addition | 6,000,000 | |
| New Program | 1,000,000 | |
| Annual Fund for 3 years | 1,500,000 | |
| Total | 10,000,000 |
STEWARDSHIP PROFILE
Proposed Scale of Gifts for the Campaign
| Giving Units | Gift Amount | Total | ||
| 1 | $1,000,000 | $1,000,000 | ||
| 2 | 750,000 | 1,500,000 | ||
| 3 | 500,000 | 1,500,000 | ||
| 6 | 250,000 | 1,500,000 | ||
| 15 | 100,000 | 1,500,000 | ||
| 20 | 50,000 | 1,000,000 | ||
| 40 | 25,000 | 1,000,000 | ||
| 40 | 10,000 | 400,000 | ||
| 60 | 5,000 | 300,000 | ||
| 80 | 2,500 | 200,000 | ||
| 100 | 1,000 | 100,000 | ||
| Numerous other gifts … | ||||
| Total | $10,000,000 |
The final tool in an effective gift proposal is the call to action. Ask your donors to help your ministry in 4 ways:
(1) “Would you pray for the success of our campaign?” As a ministry leader, you understand the necessity of prayer. Enlist your donors for their prayer support.
(2) “Would you consider a generous, sacrificial gift to this project?” Ask this question to get them thinking how they might get involved, but come back and expand upon it, after you ask the next questions.
(3) “Would you consider volunteering your time as a ‘friend-raiser’ by introducing your friends to our ministry?” Some of your greatest opportunities could come by networking with your current donors. Remember: proposals don’t raise money, people do.
(4) “Would you consider remembering our ministry in your estate plans?” Be gracious but ask boldly. You do not have bequests because you do not ask.
The last page of your leadership proposal has one purpose — to request a specific amount for the campaign.
Ask them, “Based on the need presented and your appreciation of our ministry, would you prayerfully consider a gift of $1,000,000?” Ask for a specific amount. Major donors anticipate an “ask.” They want to know what you want.
The leadership proposal is the ultimate fundraising power tool that will help you focus your conversation on why you are meeting with the donor in the first place — to ask for their financial support. If you add this power tool to your fundraising toolbox, you will become a master craftsman as you build your ministry.
Ron Haas has served the Lord as a pastor, the vice president of advancement of a Bible college, a Christian foundation director, a board member and a fundraising consultant. He’s authored two books: Ask for a Fish – Bold Faith-Based Fundraising and Simply Share – Bold, Grace-Based Giving. He regularly presents fundraising workshops at ministry conferences and has written fundraising articles for At the Center magazine and Christian Leadership Alliance’s Outcomes magazine.
I am guessing that most of you either answer to a Board, serve on a Board, or at minimum, work for an organization that has a Board. Whether called directors, members, trustees, or governors, the bottom line is they are generally charged with providing the governance – legally, financially and ethically. Charged with seeing that the organization proves successful. Non-profit organizations or ministries are no exception.
But is that ALL they do? We hope not. The role of serving as a board member is way more important than that. These members are in a position to provide influence. They are asked to serve as a cheerleader and give their time, talent, and treasure. They are also tasked with persuading others to give, to volunteer, and more.
Many boards struggle from time to time to fulfill these roles effectively. A strong, functioning and supportive Board can be the CEO’s best friend. A poorly performing or disengaged board can be their greatest headache.
I was recently talking with a friend who serves as the executive director for a small non-profit organization. When referring to his ministry’s future plans, he said, “I’m more and more convinced that I cannot build core competencies within the organization and it does not reside at The Board level.”
What was he really saying? Most likely he’s saying, “My organization needs to grow. There are things we do well and things we don’t do well. I have gaps within my small team and we could do so much more if only______. I need help. One place I can look to is our board, but I don’t see the time, talent, or treasure there either.”
So, let’s look at the opposite scenario. If (some of) the needed “competencies” did exist at the board level, what would these look like? Here are 6 things that your board members should be doing to help their organization grow and flourish:
(1) Engaging donors on behalf of the organization.
VIEW MAJOR DONOR ENGAGEMENT STRATEGY REVEALED
(2) Cultivating relationships through invitations; soliciting their support at the right time.
(3) Utilizing specialized skills or experiences to benefit the organization (accounting, financial planning, legal advice, strategic planning, counseling, etc.).
(4) Making calls (virtual and phone) to thank donors especially at year-end.
(5) Presenting on behalf of the organization at churches, service clubs, and the like – serving as an “ambassador.”
(6) Writing and sharing content, resources, and invites as posted to their organization’s website and social media accounts.
The key here is that not only can board members provide a level of expertise, but they can save their organizations precious dollars otherwise spent on hiring or outsourcing. This creates a “win-win” for both the board member and the organization being served.
You may want to consider inviting leadership and board members to participate in a shared book review or group study using “Ask For A Fish” by Ron Haas. It was written with board members in mind. Click here to review and order our copies today.
Author: Pat McLaughlin. Learn more about Pat and his published books.
Are you facing tough times in your school or ministry? Pause, take a deep breath, and go back to the fundamentals.
Featuring Kent Vanderwood, Vice President, The Timothy Group
Common fundraising wisdom suggests that 80% of dollars come from 20% of donors – the Pareto Principle applied to fundraising. In recent years, there has been a shift toward a higher percentage of dollars coming from a smaller percentage of donors. For the most part, 80/20 has been replaced with a 95/5 ratio. This shift emphasizes how important your top ten donors are to your success. A principal gifts strategy focuses your efforts on those few individuals who can make the greatest impact on your mission with their most generous gifts.
Cultivating principal gifts is different from your major gift strategy because these generous friends have the potential to move your ministry in an entirely new direction. This requires closer personal relationships and a greater emphasis on partnership. Large gifts require shared objectives, careful planning, and confidence in in your organization’s leaders. Principal gift donors don’t just want to support your vision, they want to dream with you. They look for ministries who have leaders with big ideas who can follow through.
Nehemiah was that leader with a big idea (Nehemiah 1:1-2:9). The walls of Jerusalem had been destroyed making the Israelites vulnerable to their enemies, but Nehemiah was 900 miles away and lacked resources. So, he did the only thing he could do – he prayed. He shed tears, fasted, and pleaded with God for four months. His answer came in the form of a principal donor. Nehemiah’s example teaches us seven important lessons about principal gift engagement.
Nehemiah and King Artaxerxes weren’t equals, but they were friends. They were close enough that the king noticed that something was troubling Nehemiah. How well do you know your top ten donors? Have you spent enough time with them to move from a casual acquaintance to an intimate friendship? Do you know their struggles with work, health, or children? Can they sense when you are carrying a heavy burden? The conventional wisdom when in the presence of kings and donors is, “put on a happy face.” You should be so close to some of your key donors that your hearts align as you listen to the Holy Spirit for “what’s next.”
It wasn’t enough that Nehemiah had spent four months fasting and praying about the troubles in Jerusalem. He also breathed a quick prayer before answering the king when he asked what was troubling him (Neh. 2:4). Some people approach donors as ATM machines – punch in the right code, take the money, and leave. But successful donor relationships start with the premise that God is the ultimate source of our wealth. By asking for God to work in the situation, Nehemiah demonstrated that he relied more on God than on his own skills of persuasiveness. You might have a winning personality, a great brochure, and a fantastic video, but have you prayed? Proverbs 21:1 teaches, “In the Lord’s hand the king’s heart is a stream of water that he channels toward all who please him.”
Nehemiah started with “Why,” not “What.” He didn’t flood the king with a long, detailed case statement with a site plan of Jerusalem and schematics of the wall construction. His request wasn’t about bricks, mortar, and timber; it wasn’t even about building a wall and hanging city gates. Instead, Nehemiah answered the “So What?” question, “How will this project change lives?” Principal gift donors are motivated by stories and Nehemiah’s was compelling. He was sad because Jerusalem was in ruins and desired to bring relief to his people who were suffering. Nehemiah shared his heart with passion and the king responded with equal passion.
King Artaxerxes responded to with, “What is it you want?” (Neh. 2:4). When a donor asks, “What do you want from me?” you better be ready with an answer. Nehemiah had spent four months not just praying, but planning. He had his requests ready including: time off, passports, a list of materials, and a security detail. When the king asked about a specific timeline, Nehemiah had a specific answer.
Do you know where you are going? How long it will take to get there? How much it will cost? How you will know when you’ve finally arrived? Many organizations have a fuzzy strategic plan – “We’re just going to do more of the same things we already do.” Principal donors are looking for a solid business plan. They are principal donors because they had a vision for accomplishing something in their own lives and figured out the steps necessary to achieve their goals. They expect the same from you. If you don’t have a clear strategic plan, focus on that first before asking principal donors to join you.
Nehemiah asked boldly, “If it pleases the king…” His approach reveals two important aspects of the “ask.” First of all, be polite. Nehemiah didn’t demand a gift, he asked. Sometimes ministry leaders can be abrupt with donors. Here’s a phrase someone actually used, “God has blessed you with this nice house and lots of money, you ought to give to our cause.” Needless to say, his request was unsuccessful. Ask for a gift in the way you would like to be asked.
The second lesson is to focus on the interests of the donor. How can you work with them to accomplish their goals? What motivates them to give? How do they want to make an impact? After all, God has entrusted them with the responsibility to be stewards of their resources. The gift should “please” them in the sense that it will accomplish something of eternal significance.
When you ask a donor for a gift, you are asking that person to become your partner. Both parties in this partnership are important. You provide the front line of ministry, and your donor provides the support that makes your ministry possible. Nehemiah’s partner was the king and that relationship gave Nehemiah confidence when he faced opposition. The confidence that your major donors place in you should give you strength in tough times.
A donor wants to have confidence in your leadership; that you know what you are doing, that you will use the gift for the purposes that it was given, that you will follow through. Viewing your donors as partners raises your own stewardship of the gift. You’re not just accountable to your board for the way in which you manage the gift, you are accountable to the donor.
Because Nehemiah was so close to the king, it’s safe to assume that he thanked him for his generous gift. But Nehemiah realized the ultimate source of the gift, “Because the gracious hand of my God was upon me, the king granted my requests” (Neh. 2:8).
Fundraising does not depend upon the philanthropic spirit of donors. Ultimately, it is the blessing of God who chooses to work through individuals. Christian donors want to be thanked for their gift, but they want the praise directed to the Lord.
Do you feel like you’re carrying the burden of your ministry all by yourself? Ask God to help you identify principal donors whom you could invite to join your cause. Then walk with them as you discover God’s will for what he wants you and your principal donors to accomplish together.
Author: Ron Haas
Ron Haas has served the Lord as a pastor, the vice president of advancement of a Bible college, a Christian foundation director, a board member and a fundraising consultant. He’s authored two books: Ask for a Fish – Bold Faith-Based Fundraising and Simply Share – Bold, Grace-Based Giving. He regularly presents fundraising workshops at ministry conferences and has written fundraising articles for At the Center magazine and Christian Leadership Alliance’s Outcomes magazine.
How does your congregation view spiritual health? Does this include a financial component? Stewardship messages are not often heard and taken to heart. Until tithing is viewed as a spiritual issue, your congregation’s spiritual growth will be limited. Conversely, healthy churches don’t think about money all the time. It is a natural part of their church life. So what do we do? Here are 12 habits we have observed in financially healthy congregations.
Content Author: Ron Haas. Timothy Toon Animator: Madison Bluhm
The Jesus Film Project Digital Ministry Kit is chock full of digital technology advice that offers an unprecedented opportunity to break down barriers and share the gospel. Especially when face-to-face ministry isn’t always possible. This is hands-down one of the best, top E-guides out there for ministry marketing teams.
Oh and while you’re there, please…
Do you practice empty optimism or pie in the sky fundraising? Donor conversations, feasibility studies, and casting vision all work together to show how you CAN DO something bigger than you thought. Check out Ron’s video “How Pre-Campaign Studies Help You Set Fundraising Goals” in our Timothy Trains Video Series.
Learn more about Ron and his published books.
Does your advancement team find it complicated to plan Fall & year-end donor solicitation appeals? What content should be sent out and when? Here’s your ultimate calendar and guide.
This top guide was created by TTG Consultant, Daniel A. DiDonato, FAHP.
